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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Time Management

Since account planning plays such an important role in sales, it should only be with the right skills and mind-set that the team goes into this process. Time management is most critical. Think of time management as being to territory planning what listening skills are to communication. In other words, you cannot even attempt to realistically, let alone strategically, analyze your accounts without understanding the value of time. What also makes time management so important is that it so often ranks as one of the poorest skills of not only sales people but also managers.

In order to best maximize your use of time, there is a critical starting point—desire. By wanting to manage your time more effectively, you will be able to bring ...

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